MANY YEARS AGO, AS A MEMBER OF the training department for a major financial services institution, I spent much of my time creating scripts for financial advisors to use in their prospecting or sales ...

These were common adjectives used by financial advisors when asked at a seminar run by CFA Society Toronto last week what they want to avoid feeling when asking clients for referrals. Rob Kochel, vice ...

Referrals are great, but then you still need to convert them into clients. Here are some pre-vetting and first-contact techniques to accomplish that. This might seem elementary, but it’s worth noting ...